Business Intelligence Manager, Sales

Why E. & J. Gallo Winery?

Named a Glassdoor "Best Places to Work" three years in row, we couldn't be prouder of our company culture. As the largest family-owned winery in the world with over 100+ unique wine and spirits brands, our products are synonymous with life's special occasions. Come celebrate with us! Your Talent & Gallo | A Perfect Pairing

SUMMARY

Responsible for providing strategic guidance and analytics support across the distributor management or customer development organization. Acts as the primary liaison within Sales regions/areas and the Sales Planning team. Ensures continued development of cross-functional relationships between region/area resources and the Central Modesto Sales Planning team to support Sales activities. Coordinates closely between BUs, Finance, regional/area distributor management, customer development and supply chain to ensure execution of sales programs, new item launches, and optimization of sales opportunities to bring insights into action.

ESSENTIAL FUNCTIONS

• Satisfies ad-hoc requests for information from the Gallo Sales team members and Sales leadership that aid in uncovering new understandings that drive decisions and program development which move the Sales organization forward.
• Partners with distributor management and wholesaler leadership to determine and track incentive ROIs and KPI metrics; makes suggestions for improvements and follows-through to determine and assess impact of improvements.
• Leads cross-functional analysis; collaborates with stakeholders across departments and presents findings to senior leadership.
• Evaluates the effectiveness of current sales strategies and programs (e.g., ability to support retail partners and wholesalers in maximizing sale and distribution of Gallo products); makes change recommendations as required.
• Shares best practices cross functionally, within Sales, BUs, Sales Planning and other corporate resources.
• Conducts analysis and diagnostics on product launches, programming, and initiatives.
• Works with BU and Sales to successfully plan and coordinate the following:
  • General Sales Meeting Arrangements
  • Market Blitzes & Surveys
  • Track effectiveness of Incentive Programs
• Leads new product launches within region, to include:
  • Working with BUs via Sales Planning re: new item Sales Presentation
  • Developing new item Forecast
  • Assisting in Pricing development
  • Assisting in Product set up/eligibility (Flag Flipping)
  • Assigning/deploying initial product allocation (RDC’s)
  • Working with Regional/area Sales on all aspects for Intro GSM’s including Marketer deployment
  • Completing focused intro trackers (when needed)
  • Consulting regarding appropriate Test Markets where applicable
• Supports overall regional coordination:
  • Assists in development of Regional Focus Calendar
  • Supports regional preparation for regional and national meetings, for example: Launch, LMP Meetings
  • Interaction with all functional teams to achieve goals (Sales, Finance, Compliance, Ops, etc.)
• Coordinates with the local Shopper Marketing resource to ensure relevant materials are available to activate locally in market.
• Reviews and analyzes market, product performance, and other sales related data.
• Provides regular updates on the performance of new Gallo brands in the marketplace and progress versus sales and distribution goals.
• Conducts periodic reviews of business information and reports and develop high impact business presentations.
• Supports commercialization of digital marketing programs and leverages digital assets.
• Leverages technology (e.g., Account 360) and digital assets to monitor performance, identify opportunities, direct the action of distributor personnel, make decisions, conduct exception reporting, etc.
• Makes sound business decisions and optimizes resource allocation based on business trends, data, growth opportunities, etc.
• Embraces innovation and demonstrates entrepreneurial mindset –Driving future-focused change.
• Assists sales specialists and cross functional partners with identification and activation of consumer engagement initiatives and event execution.
• Engages in consumer-facing events, including ability to work with fine wine retail accounts to sell luxury offerings and lead luxury events.
• Acts as a Gallo Ambassador, advocating for our brands, including hosting events, leveraging social media and other tools to promote for Gallo sales within his/her community.
• Works with Supply Chain on Inventory Issues.
• Provides one voice to each Business Unit.
• Partners with Regional Finance Managers and Regional Finance Directors to bring insights into action.
• Responsible for understanding and complying with applicable quality, environmental and safety regulatory considerations. If accountable for the work of others, responsible for ensuring their understanding and compliance.
• This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned.

SUPERVISORY RESPONSIBILITIES

N/A

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

MINIMUM QUALIFICATIONS

• High school diploma or State-issued equivalency certificate.
• Master’s or MBA degree plus 4 years of analytics, financial forecasting, marketing, or Gallo sales or Non-affiliated distributor sales experience reflecting increasing levels of responsibility; -OR- Bachelor's degree plus 6 years of analytics, financial forecasting, marketing, or Gallo sales or Non-affiliated distributor sales experience reflecting increasing levels of responsibility; -OR- 10 years of analytics, financial forecasting, marketing, or Gallo sales or Gallo non-affiliated distributor sales experience reflecting increasing levels of responsibility.
• Experience interpreting insights and actions from complex data and reports.
• Experience leading organizational projects/initiatives.
• Experience presenting analysis and business recommendations to Senior Management.
• Skilled in the use of MS Word, MS Excel, and MS PowerPoint at an advanced level;

• MS OneNote at a basic level.

PREFERRED QUALIFICATIONS

• Master's or MBA degree plus 6 years of analytics, financial forecasting, marketing, or Gallo sales or Non-affiliated distributor sales experience reflecting increasing levels of responsibility; OR Bachelor’s degree in business administration plus 8 years of financial forecasting, marketing, or Gallo sales or Non-affiliated distributor sales experience reflecting increasing levels of responsibility.
• Prior business intelligence analysis experience for a CPG sales organization.
• Demonstrated ability to develop innovative and impactful business reports from syndicated data.
• Knowledge of Gallo Financial Reporting Systems.
• Skilled in applying principles of logical or scientific thinking to business problems.
• Experience with applying statistical methods to sales data (e.g., algorithms, modeling,
• analysis, etc.).
• Comfort with ambiguity; ability to draw conclusions from imperfect datasets.
• Excellent verbal and written communication skills with proven ability to communicate with business and technical audiences at all levels.
• Skilled in reading, analyzing and interpreting the most complex documents.
• Experience responding effectively to the most sensitive inquiries or complaints.
• Experience writing speeches and articles using original or innovative techniques or style.
• Skilled in making effective and persuasive speeches and presentations on complex topics to top management, public groups, and boards of directors.
• Skilled in applying principles of logical or scientific thinking to a wide range of intellectual and practical problems.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to sit. The employee is occasionally required to stand and walk.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

Gallo does not sponsor for employment based visas for this position now or in the future.

USS001

Equal Opportunity Employer

Gallo will consider all qualified applicants for employment, including those with criminal histories, consistent with the requirements of applicable law.